Role Description At Brightree, we're building a world-class Sales Development organization, and we're looking for a Manager, Sales Development to lead that transformation. This role is responsible for driving the strategy, execution, and performance of our Sales Development Representative (SDR) team while establishing the processes, coaching framework, and operational rigor needed to accelerate pipeline growth. As a people leader, you will coach and develop SDRs, oversee day-to-day operations, partner closely with Marketing and Sales leadership, and continuously optimize lead generation and qualification efforts. You will play a critical role in ensuring our SDR team is focused on high-value customer engagement while delivering measurable pipeline contribution across Brightree's portfolio of solutions. This is an exciting opportunity for a strategic yet hands-on leader who thrives in a fast-paced SaaS environment and is passionate about building high-performing teams. What You'll Do - Team Leadership & Development - Lead, coach, and develop a team of Sales Development Representatives to achieve performance and pipeline goals. - Foster a culture of accountability, continuous learning, and professional growth. - Support hiring, onboarding, performance management, and career development initiatives. - Pipeline Generation & Revenue Growth - Drive pipeline creation through effective prospecting, lead qualification, and outbound engagement strategies. - Monitor key performance metrics, forecasting, and opportunity creation to ensure target attainment. - Partner with Sales leadership to align SDR activities with revenue objectives and market priorities. - Operational Excellence - Build and optimize scalable SDR processes, workflows, and best practices. - Leverage data, analytics, and technology to improve productivity, conversion rates, and team effectiveness. - Develop and optimize outreach strategies, campaign execution plans, and account prioritization frameworks. - Cross-Functional Collaboration - Partner closely with Marketing to develop targeted campaigns, lead generation initiatives, and prospecting strategies. - Collaborate with Sales, Revenue Operations, and other stakeholders to drive pipeline growth and operational success. - Serve as a key contributor in building and scaling a world-class sales development organization. Qualifications - Required: - Bachelor's degree or equivalent combination of education and experience. - Minimum of 8 years of experience in Sales Development, Business Development, Inside Sales, or related sales functions. - 2+ years of experience coaching, leading, and developing employees in a metrics-driven environment. - Experience working within a SaaS, technology, or software-driven sales environment. - Experience managing pipeline generation, forecasting, lead qualification, and sales performance metrics. - Experience leveraging CRM, sales engagement, and reporting tools to drive team performance and decision-making. - Strong analytical, communication, and stakeholder management skills. - Experience with Salesforce and sales productivity tools. - Preferred: - Experience leading SDR or Business Development teams within a high-growth SaaS organization. - Proven success building, scaling, or transforming sales development programs. - Experience with Salesforce, Gong Engage, Tableau, or similar sales technologies. - Healthcare technology or healthcare SaaS experience. - Demonstrated ability to partner effectively with Marketing and Revenue teams to drive demand generation and pipeline growth. Benefits - Comprehensive medical, vision, dental, and life insurance. - AD&D, short-term and long-term disability insurance. - Sleep care management. - Health Savings Account (HSA) and Flexible Spending Account (FSA). - Commuter benefits. - 401(k) and Employee Stock Purchase Plan (ESPP). - Employee Assistance Program (EAP) and tuition assistance. - Fifteen days Paid Time Off (PTO) in the first year of employment. - 11 paid holidays plus 3 floating days. - Eligible for 14 weeks of primary caregiver or two weeks of secondary caregiver leave when welcoming new family members.